As we reflect on Sharp Imaging and Information Company of America’s NEXT event last month in Orlando, the iron-sharpens-iron biblical metaphor comes to mind. Sharp NEXT 2025 marked a different style of national dealer meeting, proving that people can improve each other through interaction and constructive criticism. Just as two pieces of iron can be used to sharpen one another, individuals can help each other to become better, more effective, and stronger. Of course, this can be a challenging process that requires friction, honesty, and a mutual commitment to growth.
Sharp recorded attendance of more than 300 people, employed by 130 dealerships. These dealer representatives made it clear that, in their opinion, it was indeed a very good event. They seemed to appreciate that some unexpected topics, such as “Lean” process, people management, and sales training, were addressed. In other words, the OEM didn’t’ just do a product pitch. (Mark Vruno, our editor-in-chief, shared a series of on-site posts via LinkedIn.)
Make no mistake, however: There were product announcements! Imaging equipment dealers love getting new A3 printers, and Sharp executives talked about 18 new models. I recently conducted a post-NEXT video with President & CEO Mike Marusic, and here’s what he had to say. As a follow up, and to give our readers an understanding of how the dealers felt, we posed two questions to three dealer principals:
- Chip Miceli, CEO of Pulse Technology (Schaumburg, Illinois)
- Troy Olson, president of Les Olson Company (Salt Lake City, Utah)
- Tim Renegar, president of Kelly Office Solutions (Winston-Salem, North Carolina)
Dealer panels were a BIG hit on stage at Sharp NEXT 2025.
What was of value of Sharp NEXT for you and your people who attended?
Miceli: Sharp dealer meeting, NEXT, was unlike any other. Instead of focusing on a traditional product showcase, Sharp emphasized how dealers can diversify their offerings—moving beyond just selling copiers.
Olson: We always find great value in these meetings. It helps get a feel of how our manufacturer partner is performing in the marketplace. Sharp provided a lot of great content on diversification, new product updates, and a lot of very useful information on best practices that dealers are using to improve their business processes. Being able to connect with the Sharp Executive Team and our dealer peers is a great chance to discuss any issues that need to be addressed while learning from other dealers that share some of their success.
Renegar: I think any vendor benefits from a meeting offered to all dealers. I don’t think you need to do them every year. It should be more like 18 to 24 months apart. Dealers have a lot of hungry vendors wanting a piece of their business. Putting your best on display with a consistent message to all dealers is very important. Smaller regional meetings, along with key or focused dealer meetings with a singular purpose, are very important as well. These also create a more intimate environment between dealer and manufacturer. That is why we believe there is a need for both.
What is your overall assessment of Sharp NEXT 2025? A brief overview would be ideal, and please stress what you valued most.
Miceli: It was all good. General assemblies to breakouts were all good and very informative. The chance to speak with Sharp leaders and dealers is always a good thing, We learned a lot from the dealer panels, and it was a great opportunity to learn how the other Sharp dealers were doing. That is probably the greatest value of these meetings.
Olson: Sharp presented a lot of very valuable information on diversification, best practices in use by other dealers, and new products that we need to learn more about. It was great to see those dealers that are performing at a high level be recognized for their achievements. You cannot minimize the value that these conferences deliver when it comes to connections and investing and learning about how to grow with our partner.
Renegar: I have been to a lot of dealer meetings through the years, and every one has things that make it special but not exceptional. Sharp’s were always exceptional. You must admire chemistry among the management group. It is very apparent that the team [members] are all on the same page. In addition, the breakouts were all good, and there was much to learn about what Sharp has to offer. From Dynabook laptops to production printing, there was a broad range of products. Their solutions are not unique, and dealers may find some of the same type of products from another manufacturer. What Sharp demonstrated at this meeting is the depth of the product offerings, particularly at a time where there is a need to improve profitability.
Further Context and Commentary
After reading what these three dealers had to say about the meeting, it reinforced our opinion of NEXT. The two general assemblies were long but highly informative. It was clear to see that dealers embraced the information that was provided by each presenter. That is quite an accomplishment.
The key to this event was the apparent positive response from the dealer audience. It was clear they were enjoying the meeting and, more importantly, the time they got to share with their fellow dealers. We learned a long time ago that dealers like hearing from other dealers, and Sharp utilized the panel discussion format to beneficial effect.
For years we heard from dealers that their manufacturing was too dictatorial. It is obvious that these current Sharp dealers truly value their major manufacturer of A3 and A4 multifunction printers. The dealers are diversifying with Sharp products. From computers to large-screen display panels and production printing, Sharp has a robust product offering.
Sharp Marketing VP Bob Madaio talks dealer marketing programs at Sharp NEXT 2025.
When you get into a conversation with a group of Sharp dealers, it is apparent that they genuinely like each other and are happy to share their respective approaches to the various Sharp products. You also recognize that the dealers genuinely like the management team led by Marusic; John Sheehan, senior VP of channel sales (pictured at top); Bob Madaio, VP of marketing; and Dino Pagliarello, VP of product management and production print. That makes their communication very productive. Sharp leadership never has to worry about how their dealers are reacting to new sales and marketing approaches. The reason is the dealer is never hesitant to speak to this group of leaders about what they like and do not like.
It all comes from the top. Marusic is the most highly travelled CEO in our industry. He recognized a long time ago that dealers love to have the Sharp leader visit with them, and he very seldom turns done an invitation. His attitude and approach has helped build a camaraderie that is there for everyone to see. We doubt that you will find a Sharp dealer that thinks otherwise. The results are very apparent.
The best way we can sum up the overall Sharp performance from the pre-COVID pandemic to today is by stating the average Sharp dealer revenue, which has increased from $4 million to $11 million during the most difficult of times. Those numbers come from our Annual Dealer Surveys from 2019 to 2025. (For substantiation, the average number of Sharp dealers responding during that period was 86.)
